Director of Business Development; B2B

Department:
Product & Growth

Location:

Minneapolis, MN

We’re Smart Things, one of the leading IoT ecosystems in the world, creating the most effortless way for anyone to create a smart home. We're a wholly owned subsidiary of Samsung with corporate offices in Minneapolis and the Bay Area. More than 430 million people worldwide use Smart Things to control and manage their connected life. Smart Things delivers simple, powerful experiences across Samsung’s leading portfolio of phones, TVs, and appliances.

We also offer the most versatile smart home experience as an open platform with a rich partner ecosystem (think IKEA, SONOS, Honeywell, and so many more). As a founding member of Matter, we are a leader in the industry to help make smart homes more secure, reliable and seamless to use. Come be a part of the leading edge of IoT innovation!

• People Leadership: Lead, coach, and develop a high-performing team of Business Development & Strategic Partnership Managers; set individual goals, team KPIs, and create clear accountability frameworks aligned to Company OKRs.
• Culture of Execution: Instill a performance culture defined by aggressive market capture, commercial accountability, and disciplined execution.
• GTM Strategy & Orchestration: Define and execute the Go-To-Market strategy for Smart Things Pro, aligning Product, Marketing, and Sales resources to accelerate adoption across priority B2B verticals.
• Stakeholder Alignment: Serve as the internal champion for Smart Things Pro's GTM strategy, building organizational buy-in across Samsung subsidiaries, Samsung Electronics America (SEA) line-of-business leaders, and executive leadership in South Korea through clear, consistent, and compelling communication.

• Monetization Strategy: Design and execute comprehensive monetization frameworks spanning both direct B2B enterprise engagements and B2B2C channel models, including identifying incremental revenue opportunities for both Smart Things Pro and Smart Things Energy in the U.S. market.
• High-Stakes Negotiations: Lead the most complex, high-value negotiations spanning multi-year service agreements, revenue-share models, and enterprise-level commitments.
• Partner Ecosystem Development: Scale a robust enterprise partner ecosystem encompassing partner-facing collateral, sales enablement frameworks, and commercial incentive models that will ultimately drive market adoption of Smart Things Pro.
• Pipeline Governance: Maintain rigorous oversight of the total partnership pipeline, ensuring focus on high-value opportunities and delivering accurate forecasting to executive leadership.

• Executive Engagement: Serve as the primary commercial voice to Samsung's global leadership, navigating a complex, matrixed organization to secure the resources and approvals necessary to advance major U.S. market initiatives.
• Market-Driven Strategy: Translate market intelligence and partner feedback into compelling business cases, ensuring Smart Things Pro remains the industry benchmark across target verticals.
• Vertical Growth Strategy: Own and execute the primary growth strategy for Smart Things Pro's key U.S. verticals (including Builder, Hospitality, Retail, QSR & Office).
• External Representation: Represent Smart Things Pro at the executive level across industry boards, C-suite partner engagements, and major technology summits.

• Bachelor’s degree in Business or related field required; MBA or equivalent commercial leadership experience preferred.
• 12+ years of professional experience, with a minimum of 7 years in a dedicated Business Development or Strategic Alliances leadership role. 5+ years of direct people management experience preferred.
• Proven track record of managing and scaling a team of Business Development Professionals or Account Executives in a high-growth tech environment.
• A documented history of closing complex, multi-million dollar enterprise partnerships with significant, measurable commercial impact.
• Expert-level…